462: Scale Up & Sustain – Tony Martignetti Nonprofit Radio

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This week: 

Scale Up & Sustain
It’s a question I hear often from nonprofit leaders: “How does my organization get to the next level?” Kathleen Kelly Janus’s research leads her to the answers and she shares them with you. Her book is “Social Startup Success.” (Originally aired 12/8/17)

There’s more at tonymartignetti.com 

461: Recruiting Your Board Members – Tony Martignetti Nonprofit Radio

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This week: 

Recruiting Your Board Members
Gene Takagi returns with 12 tips, ideas and strategies you can use in board recruitment. We’re talking expectations, motivations, commitment, requirements, and more. He’s our legal contributor and principal of NEO, the Nonprofit and Exempt Organizations Law Group. 

There’s more at tonymartignetti.com 

459: 5-Minute Planned Giving Marketing & What’s Fair Game? – Tony Martignetti Nonprofit Radio

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This week: 

5-Minute Planned Giving Marketing
The best person to reveal my wildly simple Planned Giving promotion tips is me. (Originally aired 8/18/17)

What’s Fair Game?
Info you find on LinkedIn about a potential donor belongs in your report on the person. What about Facebook and Instagram? What if the tidbit is embarrassing or compromising, but valuable to your org? Should you friend prospects to learn more? Maria Semple walks us through the ethical conundrums. She’s our prospect research contributor and The Prospect Finder. (Also from the 8/18/17 show) 

There’s more at tonymartignetti.com 

455: Online Major Giving & Online Adversity – Tony Martignetti Nonprofit Radio

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This week: 

Online Major Giving
Do you have web forms for your major donors? Our 19NTC panel hashes the pros and cons of automating major giving and—if you decide to expand to online—how to work around the obstacles. They’re Adam London at Project Donor Love; Carrie Rice from Carrie Rice Consulting; and Anneliese Davis with Rahab’s Sisters.

Online Adversity
How do you maintain personal and organizational values when people are screaming at you in the social networks? Burt Edwards, our panel of one from 19NTC, shares strategies and systems that keep your staff, supporters and social ambassadors safe when they speak out online. He’s from Friends of the Columbia Gorge.

There’s more at tonymartignetti.com 

453: Manage Your Programs With A CRM & Co-Learning For Your Programs – Tony Martignetti Nonprofit Radio

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This week: 

First, I fired a listener. Then . . . 

Manage Your Programs With A CRM 
The right CRM can help you run day-to-day program operations: track client relationships and outcomes; host trainings; manage certifications; organize transportation; and more. Our panel was recorded at 19NTC and they’re Jake Grinsted from Simply 360; Leah Kopperman with Keshet; Kai Williams at The International Wildlife Rehabilitation Council; and Medha Nanal from Top Cloud Consulting. 

Co-Learning For Your Programs 
This 19NTC panel encourages you to look at a more collaborative training culture, which pushes the bounds of who is the educator. They’re Debra Askanase at Oracle NetSuite; LaCheka Phillips with TechSoup/NGOsource and Kevin Martone from JCamp180. 

There’s more at tonymartignetti.com 

445: From Opera Singer to Fundraiser – Tony Martignetti Nonprofit Radio

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This week: 

From Opera Singer to Fundraiser 

Yolanda F. Johnson’s classical opera training informs her fundraising practice. She’s the founder and president of YFJ Consulting and the first African-American president of Women in Development, NY. She’s with us for the hour.

There’s more at tonymartignetti.com 

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Hello and welcome to Tony martignetti non-profit Radio. Big non-profit ideas for the other 95% on your aptly named host. Oh, I’m glad you’re with me. I’d be stricken with Hemi Diocese Eah, if you blindsided me with the idea that you missed. Today’s show from upper Singer to fundraiser Yolanda F. Johnson’s classical opera training, informs her fund-raising practice. She’s the founder and president of Y F J Consulting and the first African American president of Women in Development, New York. She’s with us for the hour. Tony. Stick to Hello from Boise were sponsored by PURSUANT full service, fund-raising Data driven and technology enabled. Tony dot m a slash Pursuant by Wagner CPS Guiding YOU beyond the numbers regular cps dot com and by text to give mobile donations. Made easy text. NPR to 444999 I’m very glad to welcome Yolanda F. Johnson to the studio. She has nearly two decades of experience as a fund-raising expert and professional musician. She is founder and president of Y F J Consulting and the first African American president elect in the 40 year history of women in Development, New York. Her company is Why? F j consulting dot com Women in development is at wid And why dot or GE? And she’s at Yolanda F. Johnson. Welcome to latto Johnson. Thank you. My pleasure. Come a little closer to the mic. Okay. Classically trained opera singer. I’m surprised your your voice. I’m singing. You’ll hear everything. I’m speaking way. Make it to that. No, I wouldn’t put you. Okay. Um So Congratulations, President. Elective women in development with New York. You begin your term on July 1st run day. Yes, that’s awesome. Congratulations. Thank you. So timely. See, everything in your career has led you to this day on non-profit radio. Indeed. Everything that we’re gonna talk about and coming up culminates here. You’re at the pinnacle. It’s all downhill from here. It means it’s all downhill from here. I’m sorry. Uh, okay. So, uh, your Nebraska girl I am. How did you find your way from Nebraska? Thio Professional upper singing. That’s Ah, that’s not a typical trip for Ah, Nebraskan. Well, not necessarily so, but, Ah, we all have our own paths. I began with music probably four years old and that was piano first. And then I started to sing in church, Actually, Ah went to get a music degree of performance degree and undergrad in Oklahoma. Went to get a graduate degree of that, how to focus and fund-raising Arts Administration and fund-raising and then sold all my worldly goods and moved to New York. Because this is where you can do everything for singing for singing principally originally or fund-raising or something else. Interestingly, I never did. Fund-raising. Some people always have day jobs or you see performers and they have other jobs or surgeries or something like that. Hospitality. I’ve always loved both. I’ve always loved music and have always loved fund-raising. And I’ve always had them in my life simultaneously. Okay. What does it mean to be a classically trained opera singer? What? What is that what it means? I worked really hard with lots of teachers. Toe learn proper technique to sing opera and classical music. Uh, opera and recitals, Art song specializing spirituals as well with the underground railroad. Um, well, say a little more about that. What about spirituals in the underground realm? It I mean, you’re performing those now? Yeah. You have an album called Feel the Spirit. If you’ll feel the spirit. Yeah, and I have a concert lecture called a spirituals. Experience like that. Spirituals experience, spirituals experience, a concert lecture. So that’s talking. Singing? Yes. I teach people about the hidden messages behind some of the music, the spirituals, some of the things they meant with the underground railroad. Okay, Okay. I haven’t seen a lot of opera. Um, my, the pinnacle of my opera attendance was probably I saw Aida in Italy at the battle out at the Baths of Caracalla. Okay, which is an outdoor. It used to be a bathhouse in ancient days. Now it’s ah, it’s a performance space. And I was traveling in Italy. I just stumbled on these tickets from a booth on the street. You stumbled on this, too? Yeah, they were. Well, I had to pay for them, but I stumbled on the booth That was selling the tickets. Just said I eat a counter. Colin, Let’s go. I know what kind of call is. Um, so I mean, this was a lavish mean I eat It takes place in Egypt. I know you know that, but for the neophytes out there, uh, you know, thanks, marchenese. And there were there were all kinds of animals. There were camels. I think there were tigers on stage, like 100 and 50 people. I mean, this was a lavish. There were live animals and lots of people. It was amazing. It was amazing. It was a beautiful night. Um, anyway, so, um, have you performed in our you know, I have not performed. It’s the only one I know. Okay. I remember this was years ago. I don’t know, but I know it involves a queen and love and a mistress, and each of the plot of a lot of just like 90% of opera. Okay, Um, now you’re still currently you’re still performing? Yes. Yeah, you have some. You have a show coming up? I do. I have a show in August of Gian Carlo Menotti’s The Consul, and we actually put it in contemporary times. So it sparks dialogue about the immigration debate. Okay, um and we’ll say it now and then. We’ll remind listeners at the end, Where can they see the council? They can see the consul. I’ll be Magda, Magda, Cyril in that production at the amphitheater at the Hudson River Museum in Yonkers. It is not upstate. It’s just the suburb Yonkers. Yeah, well, right. For New Yorkers, that’s upstate. Yeah, but it’s not upstate eerie and buffalo Where? Upstate. Okay, but for geo centric New Yorkers who think this is the center of the universe, that’s you need a passport to get to Yonkers. OK, so if I don’t If I forget, you remind me that little pitching for that at the end to um So now you’re, um before we get to win. So opera and singing informs your consulting It does Y f J consulting very much. What’s the, uh, what’s the influence their of singing over fund-raising? Well, since you know, as I mentioned, I’ve always had a love for both. I found this intersection that makes me so excited. And it’s using performance practice in Philanthropy in and fund-raising. I realized I was at somewhat of an advantage, right, because, uh, I knew how to get into character. I knew how to breathe. I knew how to get through things that make may make other people nervous. Um, by using the things I had learned as a performer and all the world is a stage, I have a workshop that I just launched a month or so ago called All the World’s a Stage and it deals with that. It helps people. It coaches them through, um, being on that fund-raising stage and using performance, practice, toe succeed and excel. So we’re talking about overcoming the anxiety of face to face meetings, uh, training sessions, taking in-kind of public speaking, making me ask, making the pitch, knowing howto pivot if I’m talking to you and it’s not going quite right knowing what to say next, that’s improv improv. Yeah, uh, interesting. Because I was trained. I was. I was coached. I guess years ago when I was getting started, Public speaking, I don’t feel like I was very strong and my coach was a jazz singer and she brought in some elements of jazz, which is largely improv on. And then we thought this was incredible. She and I worked together for a couple of years, on and off, and then she felt like she had done everything she could to help me, and she recommended I take improv classes, and I loved improv so much instead, taking one class, I took four classes, like in a year. There were three month classes. I think I could come back to back improv at UCB, the Upright Citizens Brigade here in New York City, and that really she She did take me to another level. But then improv. Just the confidence of walking on stage with a scene partner with knowing only one word like knowing your first word of your first sentence and relying on your scene partner or team. And even if you’re not confident faking it until you make it getting into character, taking that breath, walking out there and just doing it, giving that performance done whatever it is that the stage is the board room, if it’s on the stage, you’re always on stage, right? Pretty much in life. You want to live an authentic life, but you also want to be prepared and be able to navigate. All right. So let’s, um, let’s take our first break and then we’re gonna talk a little more detail about, uh, some of the things you just ticked off some of the some of the, uh, singing lesson performance lessons that specifically that inform your informed fund-raising and speaking etcetera. OK, little detail pursuing you could check out their new podcast go beyond It’s hosted by their vice president, Taylor Shanklin. You know heart because she’s a friend of non-profit radio. They’ve been sponsors for a long time and, uh, tell has been a guest on the show. Ah, a couple of recent episodes of Go beyond our Optimize your fund-raising events. That’s where uh, you want to start in events and you used to do events and I still do a lot of even okay on also self care for leaders. You’ll find that at pursuant dot com slash resource is And, uh, let’s go back to upper singer to fundraiser. OK, OK, so it’s a little more detail about I mean s o I riffed on improv. But what are some of the specific, uh, skills that you can bring from performance toe help fundraisers? While one thing in particular, I think, whoever your audience is, if it’s 205 100 people in an auditorium, if it’s your board of directors, if it’s some major donor prospects, um, you know, always being prepared, nothing will save the day like being prepared proposed. So you have two from the version. You nothing’s gonna get you by if you don’t prepare. Um, but once you have that, there’s a certain peace of mind that comes. And then so you understand your audience and you want to make sure that there’s a level of comfort between you and them with, especially with American audiences. Um, we don’t breathe a lot as native speakers of English. You ever notice? Well, have you ever noticed that you’re talking and you’re just having this conversation with somebody? Maybe not you, because you’ve done improv, but a lot of us other people were just talking and then suddenly take a really deep breath. Yeah, sometimes on the show, I think everybody’s here is my breath of, like, some kind of Godzilla something? Yeah. You take a huge breath because you haven’t been breathing. Okay, you don’t want to walk around breathing too much, But you want to relax, right? Because your audience, actually on the subconscious level, consents when you’re not breathing, and it makes them very uncomfortable singing or speaking. If you’re going to long, they’re like, Oh my God, she hasn’t burghdoff. I’ve also done stand up comedy along with improv, and the audience can definitely sense fear. Maybe it comes from breath. I don’t know, but they can tell when you’re nervous, and that makes them nervous. And your material could be fabulous. But they’re scared for you. So they’re not laughing the way you want them to. Yes, it’s like nervous. They can smell your right. I mean, audiences consent. So you got okay. So be prepared. Gives you confidence. You’re not fearful. People don’t sense your fear. Right? And then you just know what you’re doing, right? I’m having a conversation with you. Have done the research. You do. You’re prospecting as a fundraiser. You read your lines, you learn your music as a performer. Be prepared, whatever it is that you’re doing. And then that gives you that peace of mind. So I’m having a conversation with you where I don’t necessarily just have bullet points in my mind that I want to cover. I have them. There’s back-up. But I can have a real authentic conversation with you. Right? And and from that comes hopefully dollars and cultivation of relationships and augmenting of audiences. Um, anything else we can touch on Besides, Okay. So preparation, preparation without breathing are there breathing out. Do you go through breathing exercises with clients. Yes. What’s a breathing exercise? We do one. Sure. I’m trainable. Do I need to stand up for it Way? Pretend I’m standing cause then we gotta just a mic and everything. Okay, But I’m standing. So whenever you take a breath, the proper breath is not a shallow one that just goes straight out front. Right? It’s a breath that’s barrel shaped. We have these muscles between our ribs. Wireframe. Everybody talks about the dye from, but think of your not necessarily untrue. But think about your intercostal muscles, right? That’s the one that connect the ribs to the spine. So your breath should be barrel shaped, not shallow. There you go. And into the shoulders, like up, up, up. It doesn’t have to be effective just because deep and then you control it out. Whether or not I’m sitting there and I’m about to perform or if I’m about to ask you for $10,000,000 Tony, you take that breath. Then I can look you in the eye and we can have an authentic conversation. Okay. Did that help? Did you notice the difference between the shallow and the also the pacing of your the way you were talking to? Yeah. Together. Yes. Okay. Like you change, you can change the mood in a conversation through pace. Exactly. So And pace is very closely related to breath. You can get people’s attention with silence, like you built in a little silence. Not awkward, but there’s some pauses. You could get people’s attention that way. Yeah, I did that. I stand up trying to get do that some time to stand up, take a pause like every second. Doesn’t have to be filled with syllables, Right, Because in the audience starts getting stressed out. Okay. Okay. What? Thank you. You’re welcome. Um, this is very good. All right, So this is the intersection of performance and on dhe fund-raising, and of course, you’re right. We are sort of constantly performing and fundraisers, all the mauler, whether you’re in a board meeting, whether in a 1 to 1 meeting, and I may not even necessarily be a solicitation. Just trying to get to know someone, make them comfortable so that a couple of meetings from now you’re gonna ask them to be a step up for the campaign or for the dinner or to be a major volunteer or be a boardmember. You know, whatever it is not only about dollars. Whatever ask it is we’re going to because you can’t just ask people unnecessarily immediately for money. You want to cultivate that relationship, and you want to be asked again, or you want to have your invitation accepted the next time so you can continue that process. And if it’s awkward, uncomfortable, you’re lowering the chances of going to get any mail. Yeah. You get an email after a call, right? You get a voice, you leave a voicemail, get an email. That’s about that usually bad sign. Um, okay. Um, let’s all right, let’s talk some about weed. 40th anniversary of the first black feet up. Well, they’re all females. First black president of weed. Congratulations on that mountain. Um, what’s ah, what’s coming up for? Weird? This is a big anniversary year for we do. It’s a huge anniversary year. I happen toe. Just love this organization. I don’t just say that, um it’s been ah, really big factor in my fund-raising career and in my life. And it has some amazing women that are really running this town as faras fund-raising is concerned in the tri state area. Really? And for our 40th anniversary, we have lots of wonderful things planned new programming. We have a really robust programming schedule. We’re gonna delve deeper into some issues that we haven’t necessarily touched upon before about the experience of being a woman in the field. Like what? What are some of those issues? Uh, well, we’re actually gonna have a conversation about the role of men. Okay. You know, uh, and we’re gonna look holistically at the Wood woman. And who women are in the development field and embrace the role of men. I mean, like, I could snap size that I can summarize it in a sentence. White men have all the power. Well, we’re gonna talk about that. Okay? Maybe you should come to that session. That’s very interesting that you say that I wasn’t gonna bring this up. Um, but I will. Eso Years ago, I tried to be a speaker at Wood, and they had some kind of policy. I know it was written. You are just Ah, er de facto. But they weren’t. They weren’t bring in mail speakers. Well, I’ll put it this way. Would is open. Wit is really smart. Okay, I will. I will say that not just because I’m a better organization, but we’re dealing with some really highly intelligent people who make on really good decisions for the organization where it’s at whatever period. But what is it with this one when they wouldn’t? Well, I don’t know that they blew it. They just made a decision that was best for the patient. But that being said, um, we our mission is to empower women in the field, whatever that means in whatever way, um, is appropriate at that time. And so, in this particular season, we’ve been around for four decades and, ah, we find the value in having that conversation about empowering women. And what does that mean? You know, how can this whole village of people in philanthropy and power women in the development field And so, um, at that particular session, it would make a lot of sense, possibly for you to join us. Us. My committee’s list way have witnesses. Okay, I would love to. We’re gonna send out live Mr In Love with your money or in Manhattan right now. But I also want to make clear that they don’t know they’re not to be men in the room to talk about dealing with male power. No, not not. Not at all. But we, as women, have talked about it for a long time. And now we need we want to look at it from a different perspective. And not only that, but again empowering women. So we have programs around professional development skills based, um, wellness. You know, we’re gonna be introducing that this year. We’re going through a rebranding, so we’re gonna launch that. Ah, remember meeting in September? Eso just lots of really wonderful, exciting things. We also talk about leadership, of course. You know, in the trajectory of a women and development members career, uh, how to assess that. And then we have this amazing network of women that are so supportive. There’s a sense of camaraderie with wood that’s just unique is with national. And this is the New York chapter we’re talking about. Or is with New York unique with geever imminent development. There are other chapters, but there’s not a national body that oversees us. Okay, but there’s a chapter and others would Greater Boston. Um, there’s one in New Jersey. There’s one upstate and actual upstate. Not unless you think there’s running around Westchester to, um and, you know, we’re actually doing some research to really discover. So if, um, your audience is brought right over the country all over the country, So if there are wood chapters that we may not know of, we want to talk to you, actually, because we like toe toe, have a conversation with you about getting together and working together. Um does would you mentioned the network does does with encourage mentor ship. You must we do we have an organic mentor ship that happens? I’ve had several really, really pivotal mentors that have come through with that have taught me so much. Um, and I think that we all find those relationships. It’s why going to our networking events going to our programs. You end up developing this circle of colleagues and really friends, Um, that it lasts for years. Yeah, it’s crucial. I’ve had lots of guests talk about it, and I’ve experienced it myself. Um, mentor ship. It’s very important, and that’s one of the beautiful things about many in leadership with with our board of directors phenomenal women. Uh, and I don’t say that I don’t give free compliments. Um, I mean it when I say that, and they are so open too, you know, spending time with young professionals with other people if they have questions really championing. And again, we all go back to empowerment of women in the fund-raising field. Is there a coronation on Monday? Monday, July 1st is our coronation event that we should be attending at the Cipriani or Oh, uh, you know, But we just had our woman of achieve that lunch. Johnny, did you okay a week or so ago. Um, you know there isn’t it? It’s a quiet transition, but, uh, but nonetheless enthusiastic. What is your first official act as president? My first official act. I already have a task list for Monday of some things that just need to get done. I’ve been working for a while, actually. Our outgoing president. I’ll give her a shout out here. Brooke Bryant, um, wonderful person and leader and, uh, Brian of the Kaufman music. She’s a doctor development there. And so I’ll just be looking forward to a lot of the things that I’ve started implementing. Really as early as January. She was very supportive. We started a system that hopefully I’ll be able to continue of allowing the person coming next to begin the planning process so that they can be ahead of the game before that January July 1st period. Sounds like you had that advantage. I did. And how long is your term? Two years. Two years? Okay. And 2020 is the 40th year of which is that right? Through this is our 40th anniversary year. But we’re gonna have ah ah, birthday anniversary bash in January to celebrate that we’re entering that no one will sit at the Pierre Hotel. Cipriani, would you like to sponsor about sponsoring? But I might come. Where is it? What were you doing it? Those details will be available later. We have a lot that we’re launching at the meeting in September. Okay, so January General January. Miguel in general. Not big gala, but big celebration celebration. Okay, um, as an events person, I’m very careful about that word. That g word piela means that it means a certain certain expectations. 1000 human-centered anabolic at the world over story, Right? Right. So, events, um, do you Do you still enjoy events I love even still. Do you still like putting them together? I mean, I know it’s not your practice, but you still like being the organizer of events On a personal level, I think I planned my first even when I was six years old. Okay, two years after you started music so late bloomerang events. All right, Um, and I personally, I love to love people through that they’re being bringing them together through, ah, common bond. A mission Just, you know, an affinity for something with delicious food and for what was right for you mentioned food? Yes. Food enjoin. I think our great lubricate er’s for a room. Yeah, you know, just it’s that sensory thing. Yeah, it’s a sensor thinking a sharing Its A shares were coming together with a table not necessarily sitting around it but the buffet table. Or if we are sitting down together, it’s sharing a space. That’s why exactly, And for a non-profit, it should have that same sentiment. I think you know, we’re all what makes it special. Is that your coming together to celebrate? It’s a culmination of them, you know, belief in the organization’s mission. Um, it’s not just the party, but it is a celebration. You know, Um, yeah, events. I have a hard time doing it. I just the details. Like, Does the bunting match the flowers? You know, things like that, Um, I don’t have a lot of patients for So I’m grateful that there are people who enjoy doing it. And I love campaigns. You know, Those are my focus areas with my practices, events and campaigns. And I happen to specialize in anniversary campaigns that culminate in an event. So, you know that marries those two things at the anniversary of the anniversary, as you’re doing with wood should be celebrated over a long over over a long period, right? Plan these things in advance? Yes, I mean, one night, like a one night thing. 40th 40th anniversary night. And then it should be multiple activities right through a year. Exactly. Ah, And so it is the 40th anniversary year. That’s why we’re starting in 2019. It’s the year and then it’ll culminate next year, and there are lots of things planned. So we have. We’ll have our woman of achievement luncheon again next May and ah, then we’ll have the celebration in January. But everything this year, You know, we have thematic concepts across a year. A lot of the time this past year was women in philanthropy, and this coming year is gonna be focused upon being around for four decades and what would has meant to the fund-raising field. And, Ah, and where it goes from here, what has meant a lot to women in the field. We have some real pioneers, um, many of whom are still around and still supportive of the organization, and we’re really appreciative of them. Got shot. A couple of them. Oh, see? And I’m like, I know I will, but, you know, I’m not really somebody out. Right? And then you’ll feel better me do that disclaimer. But I am that type of person that loves to give people individual attention. And then I’m like, Oh, wait. Next week on your show, you mention these names. You’re about the best in-kind. I put her on the spot. So she did not come prepared, but name some pioneers who were members of wood. Uh, Linda Hartley. Okay. I know her. She’s been on the show. Yeah. When she came out with her book When this amazing, Um, Shirley Jenks, who you also know surely very well done. Some work with our Shirley Jenks in J e n ks dahna in here in the city? Yes, argast. Holman has a past president. More group. She says she has a relationship with Nebraska to OK, she’s on the board of the university and rescue. Um, we have a current boardmember who just co chaired, uh, the woman of achievement luncheon this past year. Jane. Carlinhos, A beautiful person. Uh, and then Oh, my God. See, now, I don’t know Susan Yulin. You know Susan Ulan Koshi. I know my favorite people on the planet. I think I know her name. They recognized? Yes. Um, but just generally for non-profits, too. Planning in advance of your upcoming anniversary. You know, if it’s your 50th year or some organizations you know, 125th year, you want to start planning that a couple of years in advance, whether there’s gonna be what’s it gonna be is gonna be a fundraising campaign or it doesn’t have to be, But it’s a good hook. Well, for whatever it’s gonna be, you should start planning out of major anniversaries, I think two years in advance or so That’s a good time line. Yeah. Gives you timeto think ahead and be creative. Maximum advantage of eggs out of a big news hook. I’m a piecemeal er by nature. You won’t really see me dive into something and complete it all at once. I like to be ableto work on it and take a step back. Go back to it. Have the daily experience of your life in form some of the decisions that you make. You know, you keep living life and things happening. You’re like, you know, I’ll go back to this and maybe I’ll try it this way. So, um, so what is definitely We’ve been planning ahead and we’re excited. It’s a life practice. It is piecemeal. You say piecemeal. I would say life, it’s a life practice. Come back to things. Um okay, Um let’s, uh let’s take our break. And when we come back, I want to talk a little about your experience as a black woman and fund-raising and ah, survey that we have, um so hang on there. Okay, great. All right. Thank you. Don’t walk out. Um Where are we now? It’s Tony’s steak. You know we need to take a break. Were Wagner CPS because they’ve got a webinar coming up, it’s on July 11th. Engaged and effective, not for-profit governance. All right, so this firm is auditors, so they know all about governance. How is yours? Doesn’t measure up. Are you getting the most out of the expertise and the creativity of your board members? You sign up at wagner cps dot com. Click Resource is That’s on July 11th. Now time for Tony’s Take Two Hello from Boise, Idaho. I was just there for a long weekend, visiting dear friends. Um, and I recommend Boise on. By the way, it’s Boise, Boise. I mean, you don’t know this boy, See, but it’s not Boise for you East Coasters. It’s Boise, Boise, Idaho. I learned just like it’s Oregon. Not Oregon. No ive the Oregon at the end of Oregon. Um, that little bit of a digression. So, Boise. What about it? It’s got mountains, beautiful mountain range, snowcapped mountains in the winter and the spring, even when the temperature is is more modest. Down below that beautiful, snow capped mountains, they take their beers very seriously. 16 brew houses in Boise. Now, I did not get to sample all the monument to a couple. I can shout out Powder powerhouse, a jus powerhouse. Very nice place. Um, 10 barrel, which happens to be downtown. Those air to that we went to there was 1/3 1 I can’t remember. They also take their food very seriously. If you go downtown around where Around where? 10 barrel is 8th 8th Street and Main Street. Lots of restaurants and other brewpubs and and, um, breweries not serving food. Right along eighth and main. Lots of serious restaurants there. And now I don’t mean serious, upscale. Just very good food. Reminds me of Portland a lot. In that respect, they take this food very seriously. Um, what else about Boise? Oh, just drive 10 minutes. 15 minutes. You’re out. You’re way out of the city. We visited a winery. So, um, I’m recommending Boise has ah travel destination, and there’s more in my video. Um, and you will find that at tony martignetti dot com. And that is Tony. Take two. Now, let’s Ah, let’s continue a little more with Yolanda F. Johnson and, uh, opera singer the fundraiser. Whoa! Look at the bursting. Oh, man. When we get the live lister love, we’re bursting. But we’re not doing that now, okay? Bursting. That means there’s a lot of bursting with life listeners. And we’re on Facebook live too. Oh, I guess I should do is I’ll shout out All right. Aunt Mary and Mary Bob Largent. Hello, Rose mary-jo video. Love to see you. Thank you for being with us on Facebook. Give us give us a little give us a little love on Facebook and I’ll be happy to shut you out. All right, So, um, s O The power in non-profits is maintained by white men. They’re they’re overwhelmingly the board chairs, the board leadership, the CEOs, the C suite, uh, senior fundraisers. What’s been your your experience as a black woman doing fund-raising in that culture? Well, coming from Nebraska, how’s it going? And, uh, it’s interesting that it is a national issue, is it not? You know, no matter where you are, even in a place as diverse as New York City, that’s still our reality. And, uh, it’s obvious that, uh, philanthropy would do well from continuing diversity in my experience as an African American woman in the field. You know, You know, this year we did a diversity. Brooke and I did a diversity and inclusion task force for wood because we were looking at the room and amazing women. Um, but the room could be a bit more diverse, you know? And so we wanted to You think about that. And one of the first questions was, you know, is the field already diverse? Does it exist that way? It’s just that people may not, um, come out and aren’t. It is necessarily feeling is welcome for whatever reason, or, um, are they just not there? And so, because of some of these studies that have come out recently, I was I spoke a case conference on diverse diversity and fund-raising in Indianapolis in April. And that was one of the things we talked about Is diversifying that pipeline for fundraisers because you don’t necessarily see yourself. Did you have you come to any conclusions whether it’s there, there are there is greater representation in fund-raising, But people are not coming out or there just isn’t the representation that we’d like to see. Both. Okay. Yeah. I think there was more the ladder that just not just not reply. It’s about your It’s both because we have to make those efforts toward diversifying the pipeline. We have to look to the future. We have to look to see what’s happening now. We have to stay self aware and just aware in the profession. Um, and that’s the thing. You know, inclusion is the exact opposite of tokenism. So sure inclusion means that you’re naturally, organically there. You’re appreciated for what you’re bringing to the table, and when you don’t see diversity, sometimes that doesn’t come to mind. So one of the things wit is gonna dio is really focus on that this coming year. And, ah, just make sure it’s on our mind, You know, if you have an opportunity to invite a speaker or toe work with different people in partners, Um, is there someone who’s just disqualified who may be a little more diverse? Um, thinking fairly, you know, they’re just disqualified again. Like I say, it’s not tokenism, but just making sure that’s on your mind, because when something’s not on your mind, it’s, um it doesn’t exist. Okay, right. So, consciousness awareness consciousness, Yes, Critical first step, but necessary, but not sufficient. You know, they need to be action. They need to be conscious. Action? Yes, not just policies, not just tokenism. Yes, I’m outcome oriented person. So I believe in the process. But I’m not interested in staying stuck there. So we have some definite recommendations that our task force is made to the board of directors that we’re gonna be implementing in the in the coming year. And so just tow elaborate a bit on my answer to your question. So, yes, there are fundraisers of color in the field, but as the cause effective study shows, you know, Yeah, um, mentor ship professional development, because you know that we’re still underrepresented. There’s more work to be done to get those, you know, professionals of color, all of the support that they need to survive into thrive and at the same time, work to be done to develop that pipeline so that we continue that into the future with great consciousness and in being intentional about it. I know that I personally have been paying more attention to this just within the past two years or so, so but I don’t know if that’s s Oh, I see. So I see more conversations about this, but I don’t know if that’s because I’m participating. Maura. Maura, I’m thinking about it more. All right. Walk. I won’t, um, Or if the conversations really are happening more frequently and there is greater awareness than there was three years ago. Do you? What’s your sense of you? Do you think? Do you think there’s, uh, not not saying sufficient awareness or or action? But you feel like there’s more activity around diversity equity and inclusion now than there was just like three years ago? I do, yes, and strategically. So you know, I’m a strategic thinker. Meaning what? Uh, there’s been a lot that’s been going on for the past few years, but now people are really buckling down their understanding, those exact facts and figures and metrics that they want to capture. And then we’re talking to each other more about how to move that forward. There was a great event, um, a week or so ago on June 18th and was held at the end of the CP and we there’s a committee, a host committee. Ah, I was on it, um, one of the lead researchers for the study was on it, Um, the A f p person who’s involved with their idea programming, Um, people from case. It was a pretty good host committee of us. And I’m sorry if I’m forgetting anyone and then on a barber barber as well who’s ah, noted phenomenal fundraiser. We all got together to get the fundraisers of color together in New York City. And, you know, it was interesting because honest it to me. We’ve been doing this in D. C forever. I can’t believe, you know, like, it’s interesting that New York hadn’t done it yet. And so we did. We got it done. We got together, um, divided. We fall united, we stand, and so we’re aware of each other more aware of each other. Now, instead of being siloed and in a vacuum of ourselves, for whatever reason, we can come together and work together and push everything forward, move the needle. Yeah, well, that moves that leads to empowerment, thinks that we’re working together. Okay, Um so now your your personal experience as ah, as a fundraiser, you feel like that’s ah anomalous for an African American woman? Um, somewhat I you know, I’ll give the greatest shot out of all to a woman named Lori Cronan from would be remiss if I didn’t mention her name. Ah jokingly call her my would mom. Sometimes she really brought me in to the organization and and introduced me to so many different things and people that have to do with fund-raising. But it takes a village, no matter what the color that transcends color lines. It takes a village of people sometimes to pull you up to support you, to help you get that professional development and to help you move forward and to encourage you. Um, it’s something that’s on my mind for young women of color, of course, in the field, something that personally is important to me because I think it does make a difference when you see someone who looks like you, just like, um, not on Lee within the field. But even within your organizations, you know, um, that kind of had gone over my head at first, and then I had a boardmember. Mentioned that to me where I used to work and they said, You know, a lot of these kids are seeing you and it makes a difference because they think that the executive offices are like the big bosses in the office is up there in the executive director and all that and the fund raisers and philanthropy. That’s a whole other issue within it, you know? Do they really understand that this is a viable profession for them? You know, first, the profession had to get the respected deserved. Yeah, And then because, you know, we work hard and we’re educated in this, and a lot of us have degrees that air focused upon this. We’ve studied the science of fund-raising, and it should be fully respected. It used to be thinking that this is the first event planners, right? They’re just out. There have been so many slapping backs holding her hand out, and it just comes It’s like, No, no, no, no. We work very hard. Um, and so you have to have that first. And now we have to diversify. And we have to really consider all of the different issues within the field. Um, the woman who you, uh, said you’d be remiss Lauria, who gave you a guidance coach mentor? Is that a white woman? It is okay. Happens to be yes, but I had, um, some really wonderful African American women obviously, uh, who have been integral to my life. I had, you know, a good balance, but, um, it’s sharing the power sharing the power of Orden. It’s important to have role models and mentors of whatever ethnicity, nationality? Yeah, we all have to work together because if you’re there and if things are imbalanced in the first place than if white males are really, you know, at the pinnacle of power, then you know. And what role do white females have? Our females of whatever color. But you have to reach back, and you have to help people. Yeah, That’s why I say I share the power. Yeah. Um okay. Um, so you’ve had a, uh you’ve been fortunate, and you’re and you’re very blasting. Obviously grateful. And I want to do everything I can for all of the president of Wood. Now you can lift up others. Yeah, um, and they’ll see ah, black woman in power at will. Yeah, that’s me. And I think that makes yeah, it makes a difference. Let’s talk a little about the this cause effective study Okay. This is, uh, money, power and race. The lived experience of fundraisers of color. Um, are you familiar with what they did? I mean, there’s speak to what they did, what the process was. Just interviews, et cetera. They did, Ah, lot of indepth work. Judy and Cynthia, if you’re listening, this is the shout out to you that the executive director of cause Effective and Cynthia bradrick, who did a lot of work on that, and she actually engaged me. I was interviewed for this. They worked very hard at getting a diverse array of professionals of color to answer and to participate in the survey. I was, ah, reader at the end as well. Um, another wonderful person soon. Ill omen. Um, I know he was a swell with They have p and, ah, I’m very happy for them. I’m very proud of them. Of the work that they’ve done. This is a very important study, and I think it’s gonna be helpful. Helpful tool if we don’t set it away, You know, you have to keep these things out and keep remembering. Like the strategic plan that goes on cause effective is a terrific organization. We’ve had guests on. Um, Greg Cohen comes to mind. He’s been on a couple times. And then someone who, Uh oh, now I feel bad. Someone who retired out of cause effective. She’s Greg Coin’s neighbor in Brooklyn because I was out there. I was at their summer party line last year, and they shared. There was a back shared backyard thing. Um, it’s not. It wasn’t Judy, though. I feel terrible now. She’s retired, so she probably doesn’t listen. Well, nobody listens to this show. E thought you 30,000 with Yeah, well, you just told me we’re interesting. We’ll fake it to make it figured to make it that way. Um, okay, let’s take our let’s take our very last break, okay? And then we’ll talk more about the more about the survey. Okay, study text to give. They’re five part email. Many course dispels myths around mobile giving. These do not have to be small. Gif ts. They can easily be gift in the hundreds. The donations do not have to go through the donor’s phone company. That’s a that’s a common practice that need not be because the phone companies typically put a cap on the gifts. You don’t have to go through phone companies. You want to get the email? Many course over five days. You text NPR November Papa Romeo. I didn’t say that. Quite right. My Air Force days November Papa Romeo, not Papa Thio Text NPR to 444994499 All right, now we got to do the live listener love Steve Cook give you a shout out on Facebook Steve Cook joined us on Facebook And, um, let’s start abroad. There’s just so many I’m not even gonna use. The language is like annual haserot Comes comes a ham, Nida, etcetera. We’re just gonna go through where everybody is. Seoul, South Korea, Denmark, Jakarta, Indonesia. Tashkent, Uzbekistan Who you’ve been with us before? His Pakistan is not the first time. Not every week. Try to make it a little more regular. There was Becker. Stan, would you please try to be? You should be with us every single week, but no live. Listen. Love to Tashkent. Hoochie Minh City in Vietnam. Um, Porto Alegre, Brazil Whoa! Tehran, Iran. Tehran has been with us before. Yes, not the first time. Glad to have you back Live love to Tehran. on to Toronto, Canada. And now we made it to North America. So let it’s bring in, uh, New York, New York. Three people. We got multiple listeners. Looks like three while ago. Right here in the city of New York. Gillette, New Jersey. We’ve got Brooklyn, New York, in We’ve got Clifton New Jersey Wallkill New York. Woodhaven, New York. Bellmore, New York. All right, Staten Island. Staten Island is in Yes. Welcome Staten Island. Live love to Staten Island. So who’s not with us? Bronx and Queens Chicken. Maybe they’re maybe they’re masked. You know what? They could be masked. I’m sure that I’m sure Bronx and Queens are with us. So live listener, love, live love to you. Thank you so much for being with us. And for those of us on fate those of us those of you with us on Facebook live love to you as well. And the podcast pleasantries to the to the over 13,000 that I keep saying it’s nowhere near that, but, uh, no, we have 13th out over that thing. 1000 podcast listeners. Um, listening in the time shift. Wherever you squeeze us in on the weekends, you binge Listen, you spend Sunday listening to hours of podcasts on end Thank you. Pleasantries to you. I’m glad that we’re in your podcast library. Pleasantries to the podcast listeners. That’s one of my It’s almost like a therapy. Oh, it’s almost like the lips, the teeth, the tip of the tongue, the pleasant pleasantries to the podcast Listeners podcast pleasantries and lively sabelo I’m a big fan of ah, big fan of Ah, liberation Liberation, What did you what was the little phrase you just said? But but But the lips, the teeth, the tip of the tongue, the lips, the teeth, the tip of the tongue Yes. Is that a little exercise right before you go on stage, isn’t just tow annunciated like a said native speakers of English. Sometimes when you’re, uh, enunciating on stage, it could be difficult to decipher what they’re saying. And so, ah, lot of dip bungs going on and what we think is overdoing it. But that’s what it takes for the audience to actually hear what we’re saying. It does the lips, the teeth, the tip of dung. Okay, what do you do right before you go on performance? Right the minute before your first appearance on stage. What do you doing As a singer? As a singer, I meant as a as a Well, I guess there’s any kind of performer. What are you doing in that last minute? Um, I’m saying a little prayer, okay? And I’m getting excited because I’m ready to share this with the audience. Your blood pressure’s a little high, right? Sometimes, but not really. Yeah, I’m pretty Chill. I’m I’m ready to go do it If I’m prepared that I said I will never be that person backstage like, Oh, my gosh. I know I didn’t read any of this stuff, but I sure hope it goes okay, that’s bad. Terrible. Um, and so I just It is what it is at that moment, right? And so I just get excited and go out and share it. All right. Well, thank you for sure. Well, prayer to yes. Definitely prayer before. Um, Okay, So the cost effective study was was it was interviews. They were surveys. Lots of personal interviews. Yes. Yeah. People of color. Remember to stay close to Yeah, there we go. Okay. We won’t hear everything that you say. Um, so they learned some things. Um, why d I is important. This is interesting that you’ve mentioned earlier. We’d said we’d had a diversity and inclusion task force Didn’t include, uh um quit equity. Uh, it’s the i d. I Doesn’t matter. I mean, we’re shortchanging people cause you didn’t include the e’s. No, not at all. I guess it could have been a debt if, but it’s a d t i f. Um, the equity is inferred in that. It’s just that it’s not called a d. I think, and people have different thoughts and opinions on what each word means. You know, some people don’t like diversity as much anymore, and they rather focus on equity. Yeah, I’ve heard. Yeah. Alright. It’s like LGBT Q plus. Now we put the plus until right? It’s all inclusive. Yeah, If you’re not LGBT or cute, you’ll have to just be in the plus. Okay. What did you say before? D t d t f d I t f diversity and inclusion Task force. Okay, we have jargon jail on non-profit radio. I hate to sound imprisoned even for a short in for a short term. Um, so we know, I think we know why it matters. Um, you know, interesting Make making explicit that money is power. And for fundraisers of color, you know, they’re they’re seeking money from the people who have it, which are largely white and male. So that’s a that creates a dynamic for fundraisers of color that, um, white fundraisers don’t have toe. Sort of we’ll deal with overcome, depending on the opinions of the people trying to get the money from well, and I want to add to that whole diversity discussion Donors of color, you know, they’re out there donorsearch and tapping into them, you know, just like we have toe ah, work on the pipeline. We have to support people who are already in the field, and we have to think outside of the box. And remember everyone who’s been blessed with, um, the ability to be a philanthropist. And what does that even mean? Now, you know, when you I think that it’s so pie in the sky, but it’s not. It’s right in front of you to be a philanthropist in many ways. You know, the Indiana University Women’s Philanthropy Institute. We had a partnership event with them in May, where they revealed Some of the women give study and, you know, adult into, you know, how do you define being a philanthropist? So we have philanthropists of color that need to be tapped into as well that are, um, Kim be called ignored. Sometimes I think you find that you feel like we’re not reach The community is not reaching out donors of color wealth, wealthy folks of color. I think it’s a complex issue, but I think I could say yes to that in some ways. Um, but remember that a donor of color, um, we’ll also have probably had advert in life experiences as well. So, you know, it’s We’ll all have. Yes. Okay. I feel like we’re not We’re not We’re not getting it. So I’m surprised that that you find that, uh, because if we’re if we’re trying to get support for our organization, I mean it auto come from anybody who has the means. Exactly the means to support us. Yes. Money is color blind. Amen to that. Um, okay, that’s an interesting insight. I never I have to think more about that. Pay more attention that I’ve never I’ve never thought about that. All right, um you’re full of good ideas. Thank you. Thank you. All right. Ah. Okay. Um, So I think we understand why the d ay matters like we’ve flush that out. So? So some of what they they say something interesting. Fund-raising reflects and magnifies the racial hierarchies of our culture. That’s sort of what was scratching out, right? You know, um, it’s a you know, fund-raising is there’s just inherent, irrespective of people’s color. Uh, there’s It’s a fundamental power subservient relationship. You have money, and I’m asking for it, right? I mean, I do fund-raising, I do plan e-giving fund-raising. People of wealth have money and number. I’m pursuing it. So there’s your definitely pursuing people that have a certain amount of Yeah. Yeah. Well, now, modest people of modest means could do plan. Gift to That’s true. Let’s not forget, Okay? Actually, west, like anybody could put will request for 1000 or $5000 in there, will probably And that goes to the same point of What does it mean to be a philanthropist? You know, if you’re giving $500 whatever you have to give, you’re still helping a cause. It matters a lot of people don’t think of themselves as philanthropists, but they’ve indeed they are. It doesn’t really matter. I mean, they’re supporting organizations. But people who write $20 checks, $50 checks, they don’t they don’t think of themselves as philanthropists. And I think that’s what I used trying to get people to think differently, especially with women. Donors toe value yourself and to understand that contribution that you’re making to society through whatever the size well, they understand they’re contributing. What what’s the importance of? You could educate me again. So I’m trainable. Just any ideas? What? What? What’s the importance then of them recognizing themselves as philanthropists? Because it empowers you in a different way. When I see myself a certain way, um, it allows me toe think differently. And when I’m making those decisions, ah, it might allow me toe to get involved with an organization on a deeper level. Ah, and bring in my network. You know, we could talk about give and get so it can. It can open lots of different doors and just change the way that people think about themselves and about the ways that they give, so we should be encouraging our donors to think of themselves as philanthropists. Yeah, including the 20 and $50 donors. Yes, you’re a philanthropist. And we appreciate your gift and that. Well, there’s always that. Yeah, I’m just trying to distinguish the philantech. Think of yourself as a philanthropy. Yes. And then, you know, it’s that strategic thinking. So And, you know, it’s that same story of the whoever it is the janitor or somebody who passes away and leaves $5,000,000. A very modest life. There’s a 40 year old car they were driving or whatever, and then they have millions of dollars to leave him. You never know you can you never. You can’t judge a book by its cover. And so you never know what’s going on. You treat everybody with dignity and respect and appreciate their gift. And you never know what network they might bring in our, um, people they can introduce you to. Yeah, that’s all true. Yeah, it’s just a philanthropist thing. Getting getting your modest donors small dollar donors to think of themselves as philanthropists. Interesting. Ok, um all right, so this is the, uh, kruckel about the magnifying, the racial hierarchies, and we just have a couple minutes left. All right, so let’s leave the survey. That’s enough of that survey. It was a great service. So again, it’s money, power and race. The lived it experience of fundraisers of color. It’s published by cause effective, which is, I believe it’s called effective dot or GE. And now that you have the name of the survey study, you should have no trouble. Obviously finding it on dhe. Check it out. Okay, Um, a couple minutes left as, ah, professional woman in fund-raising your own practice. What would you like to, uh, would you like to leave our listeners with? Well, um, I just like to reiterate how honored I am to be leading within this 40th anniversary year. I’m excited about continuing the work of my practice. We already talked a bit about events, and I also specialize in campaigns and in going in and assessing what’s happening with small and medium sized development departments and helping them to get to the next level. So I look forward to continuing all of that work. Um, and I also look forward to continuing singing have a vocal workshop coming up in a couple of weeks And then, of course, the consul again. Yes, I mentioned right argast. 10. Where is that? In Yonkers, at the amphitheater at the Hudson River Museum. And it’s gonna be It’s deep, you know, using music, using art as that medium to spark the dialogue, the conversation, the thought about these current issues you cannot make the You can’t make this up, though The libretto has not been changed its 70 years old, and it could have been on the news last week. Really, it’s fascinating. Where when does it wins the opening? It’s a one night only thing. It’s August 10th 8 p.m. August 10 2019. Yes, if you’re in the New York City area, check yolanda johnson dot com. All right, that’s who she is. She’s Yolanda Johnson. Her company is Y F J Eyes Cos. At Y f. J hyphen consulting dot com. Women in development you’ll find at W I d n Y dot or GE. And she is at Yolanda F. Johnson and thank you so much. Thank you. This is a pleasure. My privilege. Next week, there’s no show. I hope you enjoy your holiday time off whichever day or days it is somewhat, officers seem to be having trouble like, do we give them the Thursday off and then make them come in Friday and then Saturday, Sunday off. Do we give them Thursday and then make them coming Saturday? Whatever Hope you have some time off, you certainly have the Thursday off anyway. Enjoy will catch up with you on Uh oh, that was a good breath. We’ll catch up with you again on July 12th. If you missed any part of today’s show, I beseech you, find it on tony. Martignetti dot com were sponsored by pursuing online tools for small and midsize non-profits, data driven and technology enabled. Tony dot m a slash pursuant Capital P by Wagner c. P A. Is guiding you beyond the numbers. Regular cps dot com and by text to give mobile donations. Made Easy text. NPR to 444999 Our creative producer is Claire Meyerhoff. Sam Liebowitz is the line producer. Shows Social Media is by Susan Chavez. Mark Silverman is our Web guy, and this music is by Scott Steiner, Brooklyn, New York, With me next week for non-profit radio. Big non-profit ideas for the other 95% go out and be great. You’re listening to the talking alternate network. You’re listening to the Talking Alternative Network. Are you stuck in a rut? Negative thoughts, feelings and conversations got you down. Hi, I’m nor in Sumpter potentially ater. Tune in every Tuesday at 9 to 10 p.m. Eastern time and listen for new ideas on my show beyond potential Live life You your way on talk radio dot N Y C. I’m the aptly named host of Tony martignetti non-profit Radio. Big non-profit ideas for the other 95% fund-raising board relations, social media. My guests and I cover everything that small and midsize shops struggle with. If you have big dreams and the small budget, you have a home at Tony martignetti non-profit Radio. Friday’s 1 to 2 Eastern at talking alternative dot com. Hey, all you crazy listeners looking to boost your business. Why not advertise on talking alternative with very reasonable rates? Interested? Simply email at info at talking alternative dot com. If Theo best designs for your life, start at home. I’m David there. Gartner, interior designer and host of At Home Listen, Live Tuesday nights at 8 p.m. Eastern time as we talk to the very best professionals about interior design and the design, that’s all around us. 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444: Your Ultimate Communications Toolkit & Automated Fundraising – Tony Martignetti Nonprofit Radio

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This week: 

Your Ultimate Communications Toolkit 
Our 19NTC panel of communicators explains how to develop your communications plan and the core principles you need to abide by. They’ve got templates, checklists and worksheets galore! They’re Vanessa Schnaidt from Cause Communications and Gabriel Sanchez with First 5 LA. 

Automated Fundraising 
Brian Lauterbach is from Network for Good. He reveals how automation can enhance your donor communications, engagement and stewardship. This was also recorded at 19NTC.

There’s more at tonymartignetti.com 

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Hello and welcome to Tony martignetti non-profit Radio. Big non-profit ideas for the other 95%. I’m your aptly named host. We have a listener of the week, actually. A retired listener of the week, Patty Donahue. When she was executive director of the Tailor Conservatory Foundation in Taylor, Michigan, she enjoyed my show and insider alerts. That’s what she said. What’s not to enjoy? Of course, we take her at her word. That gig ended ended just last week with her retirement. Congratulations, Patty. I’m very happy for you on the celebratory retirement time on. And now she says, Keep doing the good work that you do, Patty. I will. And a grateful community thanks you for your work. Congratulations on your retirement. Congratulations on being our retired. Listen er of the week. Oh, I’m glad you’re with me. I go through in itis If you swelled me up with the idea that you missed today’s show your ultimate communications tool kit. Our 19 ntcdinosaur of communicators explains how to develop your communications plan and the core principles you need to abide by. They’ve got templates, checklists and worksheets galore. They’re Vanessa Schneiter from Cause Communications and Gabriel Sanchez with 1st 5 Ella, then automated fund-raising. Brian Louderback is from Network for Good. He reveals how automation can enhance your donor communications, engagement and stewardship. This was also recorded at 19 NTC on Tony Steak, too. Summertime is planning time. We’re sponsored by pursuant full service, fund-raising Data Driven and Technology Enabled Tony dahna slash pursuing by Wagner CPS Guiding YOU beyond the numbers regular cps dot com and by text to give mobile donations. Made Easy Text NPR to 444999 Here is your ultimate communications tool kit. Welcome to Tony martignetti non-profit radio coverage of 1990 si. You know what that is? It’s a 2019 non-profit technology conference. You know where we are. We’re in Portland, Oregon, at the Convention Center. Thanks for being with our coverage of 19 NTC. This interview, Like all of ours, are eyes brought to you by our partners at Act Blue Free fund-raising Tools to help non-profits make an impact. My guests at this moment are Vanessa Schneiter and Gabriel Sanchez. Vanessa is vice president at Caused Communications, and Gabriel is director of communications at 1st 5 Ella. But Gabriel welcome. Thank you, Tony into the show, Tony. Thank you. Thanks for taking time. Absolutely. Um so where your topic is ultimate communications tool kit, tried and true. Resource is everyone can use ultimate communications tool kit. That’s that’s, uh, pretty impressive. It’s not just the penultimate. It’s the ultimate, the altum ultimate. All right, we’re going to see I’m not in, but this is radio. Yes, Yes, you can do about your africa. I appreciate your information. Okay, uh, make you keep these promises. All right. Um what, what? To start with you, Gabriel. What belongs in a communications tool kit? Well, every every organization needs to tell their story. They want to tell their story in order to drive action and move things forward. And what we’ve learned and what I saw was my exposure to the kid was about three years ago is that there’s not a lot of learning in one place. And that’s what makes this tool kit So great is that it’s pretty much everything you need to know in one place that you can start from, and in order to both tell your story to engage your audiences, to talk to board members, to talk to donors, to engage members of the public, the people you want to serve. It’s just a great tool kit in order for you. Teo, help Dr Understanding of what you’re trying to do and to get people onboarding your mission. Okay, Vanessa. So what’s in? What’s in the tool kit? One of the components of our ultimate took it. Yes. So the communications tool kit offers best practices and really practical advice for every communicator in your organization. So everything from how do you make the case within your organization for the value of investing in communications, too. How do you put together a communications strategy to make sure that you have the right goals and tactics to drive that progress forward? And then we also get into a lot of different tactical element. So more specific surround best practices in media relations or how communications Khun support fund-raising effort. So it really is meant to be a soup to nuts, very breath oriented toolkit to help communicators at any stage of their communications journey. Okay, on who’s developed this tool kit is that the two of you and the third person on your panel who was not here, Courtney Clarke So the where is the where where is this from? Absolutely so. The the communications tool kit is authored by and created by Caused communications, which is thie first non-profit to focus on communications effectiveness in the social sector. The tool kit was originally published in 2002 last updated in 2005 and over the last few years has been undergoing this massive expansion and update project that Gabriel, as one of our partners, has been contributing Tio Courtney as well on DSO. Although it is authored by cause communications, it’s really important to us to make sure that in order for it to be as relevant as possible for today’s communicators, we receive input and feedback from the very communicators it is meant to help. So that’s where our colleagues like Gabriel come in in really helping us identify what kinds of resources and information e-giving be most valuable to them. All right and tool kit is something that’s available to the community without subscription or that’s right way. Find it. The communications took. It is available on the Cause Communications website, which is at caused communications dot org’s slash toolkit. In addition to the toolkit itself. You can also find five interactive digital lessons that we put together with the support of Courtney and her team at Form one. There are really cool way Teo get a taste for the rest of the content in the tool kit. So those those lessons are on topics ranging from branding to media relations to competitive analysis to fund-raising and measurement and evaluation. Okay, okay, yeah, everyone wanted to and Tony’s. One of the great things about the toolkit is that it’s intended for a broader audience, not just those involved in communications, but those who might be leaders of organizations. Or maybe they’re involved in development or other sectors because it helps those folks understand the importance of communications and the role it plays in order to help them do their jobs better in many ways. And we’ve seen this in smaller non-profits and smaller organizations, there is not a dedicated communication staffers. Sure, it’s distributed right, or sometimes you have many people who are directors of development and communications. Those are two big jobs, right? And so having an understanding of communications is very helpful, and and that was one of the original intentions of the guide was to help him just inform and make that case for communications with within organizations so that they make that nothing. Because communications is actually a time saver for a lot of leaders for executive director Seo’s of organizations, because it will reduce the amount of time they need to communicate because they’re essentially putting an all in one place, as opposed to having Siri’s of meetings and check ins and putting out fires. And I know Vanessa was very careful to say at the outset this for all communicators. So you’re going that it’s irrespective of your position. If you’re facing the public. Well, maybe not even his could be internal communications as well, right? That’s right. And I just had a breakthrough moment That’s right and trainable. I’m tryingto wonder. Okay, it’s not about me. It’s not what you think. Communications these days is not just a roll. It is a a practice, and we want to make sure that the toolkit is there to support anyone in a non-profit, or social sector role. Regardless of what their title says On there there business card. Everyone is a communicator these days and has an opportunity to contribute Teo Thie, expanding the reach and the impact of their organization. All right, it’s time for a break. Pursuant, they’ve got a podcast. It’s go beyond hosted by their vice president, Taylor Shanklin, who has been a guest on this show and the friend of the show. Recent episodes are self care for leaders and four digital trends for 2019. That’s just a little sample you’ll find Go beyond at pursuant dot com. Slash resource is now back to your ultimate communications tool kit from 19 NTC since caused communications. Does this for the community so generously give a shout out? What does cause communications do so? Caused communications works to support non-profits and foundations, strengthened their impact and a cheat their mission through stronger communications and marketing. So we do that by making available tools and resources and trainings for the sector. And then we also offer consulting services as well. All right, how about 1st 5 L. A. What about Gabriel? Well, they’re all about kids. Did you know 90% of the child’s brain is developing aged five? That’s a critical time. They did not know that it’s a critical time, you know. I know we’re making a lot of connections here at NTC, but the inner child’s bringing your making 1,000,000 connections a second. So it is a critical time for childhood development. And so voters, in their wisdom 20 years ago dedicated a tobacco tax to help fund programs. And we’ve now shifted to advocate for early childhood development programs like developmental screenings, preschool access and other ways to help help kids grow ready to succeed in kindergarten and in life. And so what we’re dedicated to doing is helping improve systems, make him work better for parents and their kids so that these kids grow up to do great things. You have communications principles that I derive from your world is not the principal’s themselves, but principles for day to day and long term. Gabriel, you start to take off the first of what I hope is gonna be many communications principles that you’re going to share with listeners. Well, I know it. In my part of the presentation I made yesterday, I was talking about how it’s important to think of all communication strategies and turned them inward for internal communications. I know you mentioned earlier about my breakthrough moment. Don’t gloss over it. No, course not. There’s a great breakthrough because your staff is one of your most important communicators right there, the ones where, in the age of social media, where everyone has a public persona and their posting on social media, everyone has the potential to be a spokesperson for your organization with you. Like it or not, that’s not to simply that’s not to scare people. But it’s also to remind him of the opportunity you might have in that you can reach new audiences is if you’re pursuing internal communications, which helps you with your organization. Alignment with helps you with your brand ambassador type type of programs, as well as employing engagement. So if you’re using internal communications, where those goals you’re going to help build your brand in ways that you might not, you can’t do officially through your official channel. So so oil that principal down to ah sentence. What’s the principle here? Think of your staff first, okay. And then, of course, you know not to negate everything. You just said that, like sometimes I like Boyd points. My I’m not sure my 1st 5 years were formative for my brain. I’m sure they were. You’re sure they were Tony? Not sure there was robust. They ought to have been. OK, but you gotta You gotta communications principle for us. Sure. Just Azaz Gabriel mentioned to put your staff first. We also believe in putting your strategy first. So more than we do a lot of polling and surveys at our organization on DH. We’ve learned over the years that while more than 95% of non-profits say that they value communications and its role in helping them achieve their their mission, less than half of non-profits have a dedicated communications plan. I’m not surprised by that. All right? And so the process of putting together a communications plan that aligns with your organization’s strategic plan is a great way to make sure that all of your efforts are working in unison with with each other and that you can really prioritize your time mean we all know that non-profits have way too much on their to do list and far too little time to get that done. And so a planning process can be a really helpful tool and making sure that you’re focusing on the most important things first okay. Have a communications plan. When I say okay, now, I presume the tool kit will help you develop your communications plan. That’s right. It goes over all of the basic elements of a communications plan. It even includes some tips for how to make the case for why you’re senior leadership should support the development of that plan. All right, Wei have more principles doing Gabriel have Ah, well, the principle you can share. I was talking about earlier my presentation how you can apply a crisis communications approach right to internal communications. When you’re going through a time of organizational change. Now I’ll give you four quick steps for crisis communications, and I’ll talk about how you can apply them internally. And that’s you want to be able to one. Somebody sounds their phones. I don’t Gabriel just took ownership. Go. Alright. Alright. So crisis averted. Okay, so yes, crisis cubine. How you gonna respond to this crisis? First on the show. I’ll use this perfectly as an example. Number one you ignore. Assume it was a crisis. Yeah, Yeah, but never one. You would acknowledge the situation. Hate. My phone went off, Took responsibility. Didn’t just late that it lay there. You got somebody else? Everybody stare out. Exactly. Step two is you take responsibility and you say you’re sorry, Tony, I’m sorry. And three, you explain what you’re gonna do next. I’m going to turn off my phone so it doesn’t happen. It ever happened again. Never happen again. And then for when? Hopefully you invite me back, I could remind you. Hey, I turned off my phone so that we wouldn’t have the same problem that we did last time. So what about the appoint? A blue ribbon panel? Isn’t that know me? Or is that you could put that in there? That old school? No. No, you can’t do that. It’s important to fact find. But it boils down to two. And step three, you want to explain what you’re going to do, right? And so, in times of organizational changes, the same thing, right, because you you work. You talked with plenty of non-profits. They’re always changing their adapting to new conditions. And sometimes it’s hard because it’s your staff that have are going through that, and you need to be able to explain its home. And sometimes some things don’t go The way you you wanted to. You need to take ownership of that and explain what you’re going to do to fix it. Okay, so it’s taking that same approach, you lying crisis communication and interns to your internal stand in times of change. Exactly. And in many ways, the best crisis communications is actually pre crisis planning where you’re averting crisis. That’s what you want to go to. So if you think of it that way and you’re applying those principles, that’s an external strategy. But internally, it’s a great way to keep people in line to keep people engaged and motivated. OK, Vanessa, you it’s your turn. You got communications principle for us. I do, and I’m going to let you in on a little secret. Tony. So we hear a lot about the importance of nailing that elevator pitch right? Well, I’m here to tell you that there is no single elevator pitch that is going to be the magic bullet for your organization. In fact, you need to tailor your message, depending on who you are speaking with this so there’s no one size fits all solution. There’s no one size fits all message, so it’s really important that organizations as they’re developing messages, think about what is it that really motivates each particular audience group that you’re trying Teo engage with and then create a bridge between the messages that you’re putting out there and the mission of your organization with what what your audiences really care most about. So in a sense, it’s using your it’s. Using your audience is motivation to connect that back to your organization’s mission. Alright, so, Taylor, your messages. Here are your messages again. My fundamental brain capacity. Tell your messages. Yeah. Now I have had guests who have gone through the exercise of having their board learn a new elevator pitch. You’re it. Sounds like you’re welcome. Tto disagree with other guests and but on the show over in Have we had this show in half years? Certainly everybody is not monolithically thinking so. The uniform elevator pitch not so not so helpful, you think? Well, I think there’s definitely a time and a place for developing that that pigeon, and it is important to equip your board members, for example, with some really simple talking points that they can use. But what’s going to be most effective is if that boardmember then has the comfort level of taking that message and really making it their own riffing on it, depending upon who they’re talking about. You talking? So yeah. No, I don’t I don’t know that this guest was recommending, you know, rote memorization of the identical, The identical pitch for all you know, whatever. 12 boardmember tze Maybe it was just talking points, okay? And then you should be as a boardmember. You should be comfortable enough tow Taylor that message And I said riff on it. Based on who you’re talking to, whether it’s a funder or somebody at a cocktail party, fundez becomes more. Just to be sure, the audience that you’re talking to, we got more principles if you want to keep going. This ping pong thing with are we have re exhausted communications principles. Well, I was going to talk a bit more again about internal communications and how critical it is. And I think another principle is linking the two where you should think about your external strategies and open essay was talking earlier about having a communications plan and strategy, and you should have internal communications in that same breath. You shouldn’t think of it is afterward, or a bolt on our Oh, yes, we’ve got to tell the staff, too. It should be within the same breath as you’re talking about it. You have your audience. Is your internal staff should be on that list as well. Doesn’t have to necessarily be number one, but it should be included so that they’re not thought of as an afterthought. But instead, you’re looking to engage them because one of the principles I was talking about is that your need to love your staff because those are the ones who are helping you to get the people you want, which is donors or media coverage or what have you. And they’re there for you. And you have to respect that. And you also need to look at it to where? Another way. A practical way to look at this is if you can’t sell an idea to your staff the people that are most bought into your mission that says I agree with what you do, I’m going to show up here every day. Do you work for that? Yeah. Then maybe your idea is not good. Okay. All right. So again, internal communication with urine. Think about it. It’s half in your eyes. You’re planning your own communication. Exactly. Think about stuff, okay? And building on the whole idea of tailoring your message to your audiences. It’s also really important. Don’t assume you know what your audiences want, but how do you find out what they want? Well, you asked. Um, it’s a really simple principle, but one that is often overlooked by non-profit professionals today and asking your audiences or understanding what motivates them is isa really easy way tio? Understand what what motivates them, how you can more effectively introduce your organization to them. And it’s something that we did as we were updating the the communications tool kit. So that’s where we brought in communications directors like Gabriel or implementers like communications interns or program managers or development directors. Folks who maybe don’t have communications in their title but have almost in a default kind of way, become the primary communicators for there. They’re non-profit, and so we brought them all together. We had several different workshops where we sat back and we really listen, Tio, what is it that you need in your day to day life? on. We were able to replace some of our anecdotes that, quite frankly, were so old. They become folklore in our organization with a really wonderful insights that let us know what today’s communicator needs in this digital era, where with the democratization of of communications and social media, everyone has a megaphone on their cell phone. What are some of the audiences that we might be talking to? Sure. So audiences would include board members who are not only an audience but also a messenger for your organization. You might consider talking to your donor’s. Think about speaking with your volunteers, folks who intern with you and also individuals who benefit from this from the services that your organization provides. Could even go broader. Mean journalists could be part of your communications plan. That’s right, whether that’s sort of, you know, outdated press releases or that maybe people still do them because you have to. But building relationships with journalist that’s right, could be a potential funders. People in the community government, depending on their work, the work you do okay, all of the above, all the above, and then they used data they want. They want information in different formats. A journalist, you know, might want bullets that they could carve a story around or craft a quick interview for. And then you have to know that they’re on a deadline versus funders would want more, more, more data. Rich Moore. Outcome driven. And not so much a headline and a lead. Exactly. Okay, I think you hit on something there. Tony is again twice in 20 minutes. It’s amazing. I think that the best point is stop. We’re wrapping it up is have a story. You have to have a story. You can’t just say we’re doing this. It’s great. You need to be able to explain it, and I’ll give you a quick tip. And this is something that you is gonna help you connect. You want to be able to Both are three things. You want to personalize human eyes and dramatizes story. You need to be able to make it two. In order for your story to be effective, you have to be able to personalize it. Say it affects people, might hurt them or health. Um, you need to humanize it. And so that way, in a sense of they can empathize with what’s going on and then you need to dramatize it. Need to say like there is some urgency there. We’ve got to fix this or else people are still going to be getting hurt because you could certainly talk about a number or statistics or fact and saying 1,000,000 people you know are affected by hunger every day or what? Whatever kind of fact, you figure. But it’s just a number that’s tends to be abstract. Yeah, no, we know you want to get storytelling, and I like your personalized human eyes and dramatized train. All right, let’s, uh we’re going to move away from the communicate buy-in principles. Now, you, uh, you talked about some best practices for moving a printed piece online. You say pdf doesn’t cut it. Or maybe maybe a. Pdf isn’t bad, but it’s not sufficient. May be necessary because it’s so common. A format. So what’s, uh what’s the trouble? Vanessa? What way? Not getting right about moving? Our resource is online. Well, so pdf so are still a valuable way tio share and communicate information. But as as you’ve pointed out, it’s no longer sufficient as thie on Li Wei as more of us are accessing resource is from our phones. Thie action of downloading a pdf is really cumbersome and not very convenient for today’s communicators. And so, as we’ve been updating and expanding Thie, the communications tool kit we were thinking about OK, how do we make sure that the content is not only relevant but as accessible as possible so that folks who actually use it on DH in that process we’ve partnered with Form one and came up with some really fun solutions for How can we break free from just relying on this This pdf and taking some of the content and best practices and concepts from our toolkit and putting them into a format of these interactive digital lessons. So giving people a chance tto learn by doing, giving them a chance to go through some fun exercises from the convenience of their their phone on DSO. In partnership with Form one, we’ve got these five great lessons on our website. It caused predications dot org’s slash lessons and those cover co-branding fund-raising measurement and evaluation, competitive analysis and and give you a chance to try it out right there. I think one of the other great things, too, is it? It’s much more share a booth challenge you have with Pdf. If you find a great lesson, you say, Oh, you want to share it with somebody? That’s a Tony. I want to send you a tip. I would say chicken download the pdf look Att Page 15 in the bottom right corner for the tip I’m talking about. That’s really hard to do. But if instead, if you have it where it’s much more digestible in a digital format much more cerebral and it’s going to help you, you’re gonna get to what you need quicker. What are some of these formats alternatives that we’re talking about? What you visualising data obviously. Pdf No one duvette Well, we’ll talk about one dimension ifit’s green. But pdf not very rich in visual ization. What are what are some alternatives? Sure, so there are no great infographics that you can put together, but something as simple as a pole Khun B. Really engaging, so putting together little bullet points and in fact so putting content together in smaller, digestible formats that is going to be a lot easier not to not only consume, but as Gabriel mentioned share So a wide of a wide range there of a different ways that you can consume that information. Okay. And a lot of organizations, they have a lot of great content already in these Pts, which is not t knock that. But it’s an opportunity to look at what you’ve done in the past and think about how you can reformat it where it’s much more digestible and terrible. So that way it doesn’t feel daunting. Thatyou have to redo everything. The contents there just think of ways you can make it more digestible by asking what your audience is looking for, what has been the most interesting or what’s the most thing you get. Most asked about his organization. Have that up front. Okay, Yeah, I gather the pdf is not going away, but it’s no longer sufficient because this is the 2nd 2nd panel where we’re talking about. In fact, the title of the other one yesterday was No one is reading your pdf like something like a great panel. I went there. Yeah, you stole their content later. No way were aligned when you recorded it and made it so much easier. Well, yeah, so I I Maybe, I guess. Yes. Pdf sorr no longer the and all. That’s right. And it was so much more we could do visually. Exactly. And it was really through that process of listening to our target audiences for this tool kit that we came to that conclusion on. So it was It was insightful contributors like Gabriel who who let us know that it was It was okay for us to experiment and to get a bit more creative. So in this way, we let our audience is be a barometer for our risk taking. Okay. We still have almost three minutes left together. Let’s spend a little more time. Two minutes. What else? What else did you sharing your 75 minutes with you already? And we haven’t talked about yet, but I was gonna share one of one of them. One each. It was you. You tend to grab the mic. Go ahead. Go ahead. I’m conscious of it. Thank you. We’ll get her share. I wanted to share some information. We ask tips from our audience. What is the best piece of communication advice? David, What you hear? And one of them I That was fantastic it is. Tell the truth. I mean, you want to put it in context with stories, but tell the truth. Great piece of advice. Good, especially in our current in political and government environment. And tell the truth, I shouldn’t need to be said. But it’s important to say Well, we also heard Keep it simple, don’t overthink things and test test test along along the entire process on DSO that really that really showed us that there was incredible wisdom in that room. And really, the most important tool in our tool kit is each other on DH. There’s an entire network here on DSO. We’re thrilled to be here at 19 and NTC to be able to tap into that that wisdom on DH, share it with our colleagues back at home, all right, and the way they are sharing this wisdom is by having you go to cause communications dot org’s slash tool kit for the ultimate communications tool kit, and you can also go to cause communications dot org’s slash lessons for the pdf alternatives. That’s right. Alright, they are Vanessa tonight, vice president that cause communications, and Gabriel Sanchez, director of communications at 1st 5 l A Thanks so much. Thanks, Tony. Thank you. Don’t hear opportunity. Thank your local. Thank you for being with our coverage of 1990. See all our 19 ntcdinosaur views brought to you by our partners at Act Blue Free fund-raising tools to help non-profits make an impact. We need to take a break. Weinger SEPA is They’re accountants. You know what they do. For goodness sake, do you need help? You help your 9 90 Need a fresh set of eyes on your books? Ah, some other kind of financial related accounting related audit. Possibly help you know where to go. You start at wagner cps dot com. Do you do diligence there and then check out, then talk to your coach to Don’t just check him out. I mean, you could see him on the website. It’s one dimension talkto pick up the phone. He’s been a guest. He’s not going to pressure you. He’ll tell you honestly whether Wagner CPS can help you or not. Get started at wagner cpas dot com Time for Tony’s take two. Summertime is planned. E-giving planning time. This is an ideal opportunity. You’ve got a little relaxed schedule. Your boss does. Maybe the board needs to be involved, too. And they do also. Probably no board meeting’s over the summer. So the you can work on your proposal your plan and, ah, pitch it upstairs where it has to go and get some attention paid to it so that you can have, ah, fall rollout or maybe a January rollout. So I think this is a good a good time to be doing that. Um, As you know, I recommend starting with charitable bequests those gifts by will for your organization that might be the place to stop. That might be. Your entire plan is just promoting charitable bequests. You could go further, but you don’t have to have a very respectable program with just request. But any case, bequests are the place to start. That’s where you want to begin your plan. There’s a little more from the beach on Ah, Cancun, Mexico, in the video at 20 martignetti dot com, And that is Tony. Stay, too. Now here is automated fund-raising. Welcome to Tony martignetti non-profit Radio coverage of 1990 si That’s the non-profit Technology Conference in Portland, Oregon, were in the convention center This interview like all our 19 ntcdinosaur views is brought to you by our partners at Act Blue Free fund-raising Tools to help non-profits make an impact. My guest at this point is Brian Louderback. He’s vice president of programs and capacity building at network Fur. Good. Brian. Welcome. Thank you, Tony. Absolutely great. To be here is always Thank you. Thank you. And your topic is three ways automation will make Sorry. Will modernize three ways. Automation will modernize your fund-raising. This is like the click candy of seminars. Three ways. Seven steps. You’re familiar with our work rhymes for things you didn’t know. All right, all right. Exactly. Um, I am familiar. Listeners are familiar, but go ahead for the new listeners who may not recall what is the work of network for good? Sure. So what we’ve done is really taking a legacy of, I would say online giving enablement when we started 15 years ago and helping provide non-profits with a space to conduct philanthropy online and teach him how to do it. That mission has really evolved over the last day decade, and now what we’re doing is taking all those dates and data and with renewed determination have a set of products that really helped new to fund-raising executive directors Or certainly first time development managers create an infrastructure that’s going to enable Mohr annual giving and certainly from individual gifts on DH to infuse a little bit more revenue and retaining donors into their non-profit bloodstream and remind listeners you were last on with Lisa Bonano. Yes, you were. You were remote. You were supposed to think you were supposed to come to the studio. Yeah, Couldn’t make it. Southwest Airlines was not cooperating with our schedule going from the airport or something. I did? Yeah, they’ve grounded the plane and everything you know? Not really. They would have a via say Sure on DH. That was when we talked about the work of network for good. Listeners can find that at tony martignetti dot com, But for today we’re talking about automation. Yeah, So what’s the trouble? Why are non-profits slow to adopt? What? Wait, Give us the headline here. It’s a little bit of everything. Our experience has been in helping about 200,000 non-profits for the last decade. Obviously, we have access to a lot of data and what we’re seeing is a CZ we from the outsiders outside perspective. Rather, there’s been a tectonic shift in how consumers interact with the world and consume content. It’s now Khun B personalized Curie. Eight curated and the frequency of it can be controlled all by the customer, the consumer. And so what we find is in trying to push non-profits in that direction. Two things happen. One. There’s sort of this legacy belief that because we’re a tax exempt were somehow non-cash were technology exempt. You know, in the sense that well, we’re non-profit, people should know that we don’t have to do all those things because we’re put bing over money and programs, and rightfully so. But in this day and age, what we see is you need to invest, Yeah, you Not only do you need to invest, but you need to embrace and exploit the functionality because we see a need to be to really create a relationship with a donor at every level at least, and using digital technology to do it at scale. Because I think as we see the a massive influx of millennial donors and certainly lagging Gen X donors, they interact with the world in ways that a number nine envelope just won’t facilitate. You know what I mean? And so what? What the need is is not only to raise awareness about the need of technology, but let’s help that small or beleaguered or emerging nonprofit organization do it the right way by not only embracing tech but embracing what automation can bring from a proper tech stack. You know, you didn’t say the phrase, but I’m thinking as you’re listening to your scarcity mindset, Yeah, we just we’re non-profit We can’t invest in in writing in digital automation. You know, our manual processes have worked for so long, so well, right, we have volunteers will come. Exactly. But so and I actually, you know, acknowledge. Ah, that perspective. However, how do we know as a non-profit that we’re doing well? Is it because we have a 30% donor-centric retention rate and set a 25? And so I think what what our sector needs to do quite frankly, is to look in the mirror and demand Ah, hyre level of output and strategy and really, you know, donor-centric City to use a cliche. But you know, donor-centric fund-raising That’s nothing new we talked about it for decades, right? But But the idea is centralising. Yeah, the donor’s preferences over what is easy for the fundraiser to execute. That needs to be the discussion and how to get that done. Because in a world where we can subscribe to anything that we want through a Web platform through online, look at Netflix. I mean, Netflix does not renew its customers by sending them a letter 30 days before their subscription is going to expire, right? And so the idea that we, as non-profits Khun, do that in a household that is heavily digitized and automates all of its payments. Teo, certainly, you know, their mortgage utilities, and then everything they do is generally online. I mean, even my grandparent’s don’t send me a $5 bill in a card anymore. You know, I get noticed from Amazon that Grandma Lauterbach just, you know, give me $50 have to go online to retrieve it. So non-profits cannot continue to hold up their tax exempt status and the fact that we’re a charity to absolve themselves from the tectonic shift that has happened now and how consumers interact with the world. Let’s start with storytelling. Yes. I don’t have too many too many panels this this year on storytelling. Okay, I have in past years just I mean, it’s so general. What? You know what? What can we do digitally to automate storytelling, making more effective all the things that story would be compelling? Heart wrenching? Yeah, moving, Make it about. Make it about the people you serve as opposed to the money that you need. You know, non-profits have perfected ways and hyre consultants to figure out even more creative ways to frame their financial need. Well, as far as I know, there’s one point 3,000,000 and counting non-profits out there that all have a financial need. And so it’s not necessarily to distinguish yourself from all the other non-profits, but if you do it right, you do it automatically and distinguish yourself. And that is talk about the unique impact of your mission. Start quantifying outcomes instead of outputs. You know, it’s not enough to say that we feed the homeless. How many people do you feed on a weekly or monthly blazes? And how does that mark mitigate the problem in that community in that neighborhood? Let’s talk about impact. You know, that’s that’s the impact, not the outcome, right? Right. Outcome is a number of meals because I think what non-profits need to do is understand that I believe and see that donors aren’t giving to non-profits. They’re giving through them. And what I mean by that is in effect, donors are outsourcing their desire for public good and impact in their communities to non-profits who have demonstrated they have the capacity to execute and achieve programmatic outcomes. So if we’re not talking about that, two donors were wasting, you know, we’re we’re wasting column inches, so to speak, on paper and email on websites. Talk about why you exist and what happens when you are fully financed. The goal of a non-profit isn’t a balance a budget. The goal of a non-profit is to achieve a mission based outcome for its community. Where’s the automation? Come in. How do how do we use automation? Yeah, tow have these successful stories, right? So what it comes from is fusing together the available channels to us and, you know, let’s just keep it simple for the moment. So we have email, we have direct mail. We have social media and text. And so the idea is we need to leverage automation to fuse those channels together to create an actual donorsearch spear. Ian ce. Because the goal is, you know, I would say we’re moving beyond a era of Doner management to a new era of donor and engagement. And so a lot of the terrain donorsearch from Doner Management. A donor engagement. Okay, Yeah, yeah, of course. Right. And so into the idea that one communication and annual report or invitation to a cultivation event is somehow you know, that combination of things ends up constitutent donorsearch stewardship. I think that’s really that’s limited thinking. What do you want to see instead, right? What? What didn’t start what I want to see. It’s what donors want to see. What donors want to see is the systematic communication of the impact that their gift or all gifts added up achieve for a new organization. So don’t tell me when it’s time to give again. Tell me when you are going to make more impact, and so in that message needs to get appropriated in texts, in social media and email, and then integrated with direct mail. I’m the last person that says, Oh, direct mail’s dead it’s not. It will always be a fixture in what it is and how it is. We communicate with donors, but I think you know what changes is, how many times in how many touches that particular channel could be effective to that particular segment. And so the rial need here is to think about how everyone consumes information, and it’s all done on phone or not all but we see a vast majority of it on phone. And the big headline here is age is no longer that determining factor for what channel’s someone will use to interact with your organization. Rather, it’s going to be a combination of multi touch that’s going to really drive a campaign message because, like, think about in the context of counter urine giving on. We talk about campaigns and data, but the reality is it’s only non-profits. Their campaign is comprised of a ah direct mail piece that goes out on some Magic day between the day after Thanksgiving and probably before the 23rd of December, and they expect these miraculous results and so on, and some of them get them because they have loyal, committed donor. Does that look past the channel? The message and see that logo and align with didn’t want to fly their flag. But the other side of it is that a campaign is the, you know, systematic communication of information to drive a group for people to get a result. And that can’t happen in one channel. You have to remind people, you know, it’s the same phenomenon where you send a direct mail peel out, don’t get a response. But then you sent an email out a month later and you see this Number nine come back into your office and that is proof positive that a multi-channel touch is what’s going to compel Mohr gift giving participation, but most importantly, Maur engagement of donors so sticking with his story telling talk about being multi-channel and digital. How do you feel about what’s your advice around? Because I pretty common practice empowering our are beneficiaries to tell their stories themselves. Yeah, you know, empowering them with the phone or some simple instructions. Sure, I think that’s well and good, but I think we would agree is a sector that is extremely difficult to get donors to jump through that hoop and make that, you know, make that make that commitment to take an action. I mean, I would argue, probably. There are many board of members of boards of directors that are slow to do that. And we all know about their accepted if you do cherry responsibility. So I think, yes, capturing the perspective of the donors is great, but they’re not the one delivering the program. They’re not working with the person that is the beneficiary of let’s capture the beneficiaries. Oh, yeah, yeah, yeah. Okay. Beneficiaries right is powering them. Yeah, I think to the extent that it’s possible, Absolutely. But, you know, in the construct of like human service organizations, it’s probably I think we all would generally agree that the people that we’re helping house feed and give medical care aren’t in a position or, you know, if we want to Mads low. This discussion aren’t really thinking about. Gosh, how do I help this non-profits? Really? How do we get it? But it’s time for our last break Text to give. They’re five part email. Many course dispels the myths around mobile giving. You do not have to be small double digit gifts. They can be in the hundreds. They don’t have to go through the donors phone company. Those were a couple of the myths that are dispelled. You get all the display shin of the mystification if you get there. Five part email many course. And to get that it’s one part per day. You text NPR to 444999 We’ve got butt loads. More time for automated fund-raising you Khun, you can solicit there. You can solicit totally. You know, selectively. Of course. You know we want to be careful about exploitation. All right, But But I think the first whillans Argo and another way I’ve had some guests recommended empowering the people who are delivering the services, like sort of putting the focus on them as the heroes of the organization and letting them tell the stories that they of the work that they’re doing. Oh, absolutely, in the conveyance of the benefits, right. But to do that, you need to have a technology or a system or a process to harvest all that great information and that storytelling byproduct for lack of a better term and bring it in and approach effectively appropriated and distributed to, among all channels to the people that care about the most. You could do that from direct mail to YouTube channel tio. Sure texting with Linc. Yeah, and this is not Teo marginalize any of those ideas because they’re not only are valid, they’re good and they’re best practices. However, most non-profits that’s not step one step one for a non-profit is to understand their O to have shared visibility within the organization. And it can be at the volunteer level two but a shared visibility around what the organization achieves and make sure everyone is communicating that externally. So it starts at a staff and volunteer level. And I would argue Stage two is enlisting the beneficiaries, let alone the donors, and delivering that message. Because until non-profit stop talking about their fund-raising go goal as the Rays on Detroit to fundraise, then I think there’s more work to be done at the organizational level. So I would say it’s about the It’s about a sequence in about what stage appropriate based upon the human and financial resource, is that I had that an organization has part of what you were talking about, and you mention this, but with cult action, the engagement, a cz, the cult action as engagement had. What’s your What’s your advice around technology and supporting that? Ah, so you’re automation automation? Yeah, So it is automation. You know, people kind of use the phrase, set it and forget it. That’s not inaccurate. But it kind of creates this belief that once we automate acknowledgement and engagement, then we don’t have to worry about those donors or that group or whatever the opposite is true. What automation allows you to do is focus on the things as a fundraiser that you always wanted to focus on, but never of time. And that is what is the impact or what the result from this email did this subject line work that is called action work? Did this text message get engaged with, and so it allows the fundraiser instead of worrying about, you know, getting the email out or getting the letter out, it allows the fundrasing think about what is what is the actual result is this channel for this campaign achieving what I need to? And then if it’s not how doe I re calibrate or optimized, how do we answer that question whether that channel is provided giving us our ally, right? Well, so the first step, you know, the natural inclination of a fundraiser obviously see like is it bringing in money? And that is the I would argue that is the penultimate metric, the ultimate metric. First, to figure out if you’re if you’re content and if your message is resonating, is people are people engaging with it? Are they opening? Are they clicking and so wants you? Once you’re able to measure the, you know, a hopefully a steady increase in the level of engagement, then I think that’s when you can start to go to the next, not the next level. But then the second consideration is it raising money, right? So because there are many great messages you can put out there that engage a donor that don’t necessarily have to quote unquote culminate with a gift or philanthropy eso I would argue that the number one metric that every fundraiser needs to be thinking about today and moving forward is engagement, as opposed to just participation, just the amount raised and the date that it came in. And when is it up for renewal because, you know, engagement. There’s, ah, hyre relationship between an engaged owner and a second gift alone increase gift. Then there is, you know, just how many solicitations do they respond, Tio, Um, you part of what you say in your session description is increasing efficiency. Yeah, with the fund-raising platforms, right? What? What can we do? So the way the thing about efficiency is like, I was, you know, I’m a dumpster fundraiser of 12 years right before he returned to a big bad consultant and then network for good and all that funds. And I would I remember 80% of my day wass in a delivery. Logistics. How do I get this email out? How does this postcard go out This invitation Go out. And and so the idea is, let’s be planned ful about what all those touches are going to be throughout the year. Let’s use technology to automate as many of them as possible so that we can stay focused on the thing that actually matter. What What are some of the tools that you don’t think enough non-profits air using or are aware of or or tools within platforms? Yeah. What what? What’s under exposed? I think what’s under exposed is like, for example, in the donor management systems out there. Are you able to produce text and email, let alone integrated with direct mail communication? I’m not talking creating a list or a segment. I’m talking about actual fund-raising cockpit, right? Whereby you Khun Sure, pull your list, your lead select and all that fun stuff. But then create and schedule campaign to deploy a text, deploying email also and then to produce a direct mail piece that works within that er that fits within that message framework on DH, then also the portability of that content over to social channels Instagram, Facebook, you know? So I would say that the thing that non-profits need to be looking for again it’s going back to my statement about we’re moving. You know, donorsearch will always be something we need to do and the highest priority. But we need to move beyond technology a zey donor-centric construct and think about in terms of donor gauge mint. We have to manage our donors and segment our donors so we know who to ask for what reason what time and what they want to hear, And how do we begin a relationship with them? So, yeah, it’s looking at at the platforms out there that allow you to doom or than enter and report and analyze data. That’s a critical thing that we always need to dio. But then it’s like, Okay, how do we How do we take the insights from that analysis and apply them to production and engagement? And so that’s that’s That’s where we’re going. I think that’s where we need to go. Is a sector? Is Mohr software companies looking at the what neat. What constitutes engagement and creating a optimal donor experience. And the donor experience just isn’t a timely acknowledgement letter or a nice looking website. Instead, it’s end end throughout the year. How are we going to make sure this person knows we’re doing the job they subcontract us to do with their $10 gift, let alone their $10,000 gift? Okay, Uh, you got some big ideas. You get something? We got some time. We got another full three minutes or so. What? What else you gonna share? You haven’t done your session yet? No, no. What else? You’re gonna sew one of things that were going to share tell people were so Network for Good is releasing a white paper that we did on will be released at the at our session on Friday, and then we’re going to share it with the rest of this sector. But basically what we did is three year study that followed 2000 non-profit organizations and knowns that use multiple channels of digital technology to communicate. And those that did not the headline here and this probably doesn’t surprise you. The headline is that those that used to arm or channels to communicate and solicit and thank donors and year and giving had a higher average gift by about 40%. And those that did. I’m surprised we need data to make this point. I know I’m not talking about being donor-centric and multi-channel well, multi-channel not as long as donor-centric right, but it’s been a long time exact multi-channel. You’ve got to go where the people are. Well, that’s the thing is like, I think what what the sector has lacked is and an example that we could be held up and pointed to a success. While it’s a commercial example, I love it and we deconstructed in the white paper what Netflix does to achieve a 91% customer retain tension rate. They simply used data, segmentation, text and email and then, of course, have great content online, right? And the combination of those things and everything that gets touched in the in delivering those things create this composite profile of their users, so they know exactly what to say and what exactly what? Content to position. Now, that’s an extreme example. But I use it because Netflix doesn’t have this oughta magical technology that does it all forum. They’re doing the spadework that every non-profit has the ability to do at any stage, right? You don’t have to have a full time digital fundraiser or a data analyst to be able to do this stuff. It’s about basic block and tackle and being planned ful as opposed to react. All right, so this is a case study of Netflix, and yet case the lessons for non-profits. It’s not out yet, not out yet, be released on Friday and then the whole sector the following week, where we’re going to get it so you can get it at network for good dot com on you confined it on Facebook A ce Well, yeah, and we’ll be launching on. We’ll have a couple of webinars around it to really present the findings. But most importantly, is to present some how to things that non-profit due to, you know, starting quote unquote tomorrow. One of things that we’re offering is a no digital navigation kit. Basically, how to make a case to aboard that they need to invest in fund-raising how to make a case, your boss, that you can work more efficiently with technology. Basically, it helps the fundraiser make a case internally that guys, we have to adapt. And here’s why. Because sometimes fund-raising our struggle to make that case to a board or two a boss. And so do you want to make that easy For part of the cases? You’re already experiencing it right through Netflix. Amazon, right, Zappos, your experience in this this seamlessness and this great experience they’ve all raised the bar we now need toe be dragged along raised, raised up to mix my metaphor drag along. But everybody’s experience Our donors are experiencing this everywhere else online way. You need to be there too. And we’re creating this cognitive dissonance. Everytime we don’t, we’re gonna leave it there. All right, he’s Brian Louderback. Hey, thanks so much, Tony. And he’s the vice president of programs and capacity building and networked for good. You’re very welcome, Brian. My pleasure. This interview, like all the others for 19 NTC brought to you by our partners attacked Blue Free fund-raising tools to help non-profits make an impact. Thanks so much for being with us next week. Yolanda Johnson. She’s women in developments. New president If you missed any part of today’s show, I beseech you find it on tony martignetti dot com. We’re sponsored by pursuing online tools for small and midsize non-profits, Data driven and technology enabled Tony dahna slash pursuant by Wagner CPS Guiding YOU beyond the numbers weinger cps dot com and by text to give mobile donations made easy text NPR to 444 999 A creative producer was Claire Meyerhoff. Sam Liebowitz is the lying producer. Shows Social Media is by Susan Chavez. Mark Silverman is our Web guy, and this music is by Scott Stein of Brooklyn, New York. Thank you, Scotty. You’re with me next week for non-profit radio big non-profit ideas for the other 95% Go out and be great. You’re listening to the Talking Alternative network. Wait, you’re listening to the Talking Alternative network. Are you stuck in a rut? Negative thoughts, feelings and conversations got you down. Hi, I’m nor in sometime potentially ater. Tune in every Tuesday at 9 to 10 p.m. Eastern time and listen for new ideas on my show yawned potential Live Life Your Way on Talk radio dot and Y C aptly named host of Tony martignetti non-profit Radio Big non-profit ideas for the other 95% fund-raising board relations, social media. My guests and I cover everything that small and midsize shops struggle with. If you have big dreams and a small budget, you have a home at Tony martignetti, non-profit Radio Fridays 1 to 2 Eastern at talking alternative dot com duitz. Hey, all you crazy listeners looking to boost your business? Why not advertise on talking alternative with very reasonable rates? 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438: Google Ad Grants & The 2019 Digital Outlook Report – Tony Martignetti Nonprofit Radio

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This week 

Google Ad Grants
Our 19NTC panel—including the head of Google Ad Grants—will improve the quality of your Google Ads campaigns and get your website, Google Analytics and Google Ads working together. They share lots of valuable resources. They are Michael Rasko from Rasko Digital Marketing; Jason King, certified Ad Grants professional; and, Michelle Hurtado from Google.

The 2019 Digital Outlook Report
This 19NTC panel, Elena Francis, Charly Jarrett and Jennifer Jones Ingram, helps you get better at P2P, Facebook, team cross-training and adapting tech to your mission. Elena and Charly are with hjc and Jennifer is at Care2.

There’s more at tonymartignetti.com 

433: 19NTC and NTEN & Strong Social Ads On $100 A Month – Tony Martignetti Nonprofit Radio

tony_martignetti_300x300-itunes_image2This week:

19NTC & NTEN
We kick-off our coverage of the 2019 Nonprofit Technology Conference with NTEN’s CEO, Amy Sample Ward. She dishes on the conference—including its wonderful food—Portland, and the organization she leads.

Strong Social Ads On $100 A Month
You can have an effective social media advertising campaign on a small budget, if you plan smartly for your targeting, messaging and measuring. George Wīner is co-founder of PowerPoetry.org.

There’s more at tonymartignetti.com 

431: Retain Your Subscribers – Tony Martignetti Nonprofit Radio

tony_martignetti_300x300-itunes_image2This week:

Retain Your Subscribers
Is your churn too high? Conversion too low? Credit card problems getting in the way? Robert Skrob is author of the book “Retention Point,” and he reveals strategies to keep your monthly sustaining donors engaged – for life.

There’s more at tonymartignetti.com